1. Pricing and Marketing Issues in Microfinance – Central Asia Khartoum 2012

2. Development of Microfinance in Central Asia* Microfinance in Central Asia started developing in mid 1990s with an active participation of the following NGOs and international organizations that introduced best practices and provided technical assistance in developing the sector: -UNDP, -the USAID/PRAGMA program on the development of entrepreneurship, -CAMFA, FINCA, -the EBRD Central Asia Business Advisory Services Program, and the TACIS program. Several development banks have worked in the microfinance sector in Central Asia by providing financial resources, among them: -European Bank of Reconstruction and Development, -World Bank Group, -Asian Development Bank, -Islamic Development Bank, -other financial organizations. * Central Asia in this context include Kazakhstan, Kyrgyzstan, Uzbekistan and Tajikistan. Turkmenistan is not covered in this presentation due to the absence of relevant information. 2 Pricing and Marketing Issues in Microfinance - Central Asia

3. 3 Three levels of microfinance system has been set up in Central Asian countries : Clients 33 Pricing and Marketing Issues in Microfinance - Central Asia

4. Regulation and particularities of microfinance sector in Central Asian countries Kazakhstan Macro-level: Law on Microcredit Organizations (MCO) and Law on Credit Unions (CU) were adopted in 2003. According to the Laws the activity of MCOs and CUs is not licensed and MCOs are not regulated by the National Bank of Kazakhstan. Till 2003 the activity of MCOs was licensed, but the Law on MCOs liberalized the market and the number of MCOs grew very fast. However, this growth also entailed occurrence of fraud and other illegal activities due to low level of transparency of MCOs’ activities. 4

5. Proposed changes in the legislation of microfinance sector in Kazakhstan: At present, new Law on MFOs which will cancel Law on MCOs is under consideration in the Parliament of Kazakhstan. Proposed Law imply registration of MCOs and regulation by Central Bank’s the Committee for the control and supervision of the financial market and financial organizations. These measures are directed at increasing the transparency level of MCOs’ activities and the quality of services. According to the Laws MCOs and CUs are allowed only to disburse microcredits and are not allowed to accept deposits from the clients. 5 State policy in developing the microfinance sector in Kazakhstan – realization of State program on Employment-2020 that envisages among other measures microcrediting rural population, thus creating employment and alleviating poverty Pricing and Marketing Issues in Microfinance - Central Asia

6. The main stakeholders in the microfinance sector in Kazakhstan are: the Association of Microfinance Organizations of Kazakhstan, Center for Assistance to Microcredit organizations (CAMCO) the state (via JSC “Fund for Development “DAMU” and JSC “Fund for Financial Support of Agriculture” affiliate companies of national holding companies JSC “Samruk-Kazyna” and JSC “National Managing Holding “KazAgro”, respectively. During the period from 2005 to 2010 the state allocated more than 200 million USD; international organizations (EBRD, UNDP, etc.); commercial banks; NGOs and MCOs 6 Pricing and Marketing Issues in Microfinance - Central Asia

7. 7 Regulation and particularities of microfinance sector in Central Asian countries Kyrgyzstan Law on Credit Unions (CU) was adopted in 1999, and Law on Microfinance Organizations (MFO) and was adopted in 2002. So Kyrgyzstan was the first country in Central Asia to start developing legal framework for microfinance sector. Pricing and Marketing Issues in Microfinance - Central Asia

8. The main stakeholders in the microfinance sector in Kyrgyzstan are: the Association of Microfinance Organizations international organizations (EBRD, UNDP, ADB, EU-TACIS, GTZ, International Financial Corporation, Fund Soros-Kyrgyzstan, World Bank, etc.); commercial banks; NGOs, MFOs and credit partnerships. 8 State policy in developing the microfinance sector in Kyrgyzstan – realization of the Microfinance developing Strategy for 2011-2015 as an important measure of diminishing negative impact of 2010 events on the population’s wellbeing and continuation of the Mid-term Strategy that was complete in 2010 and showed satisfactory results. Pricing and Marketing Issues in Microfinance - Central Asia The Law on MFOs defines three types of organizations in microfinancial sector: MFO (microfinance organization), MCC (microcredit company), MCA (microcredit agency). MFOs are licensed by National Bank of Kyrgyzstan and allowed to both crediting and accepting deposits. MCC and MCA act on the basis of Certificate from the National Bank and are not allowed to accept deposits.

9. 9 Regulation and particularities of microfinance sector in Central Asian countries Uzbekistan Law on Microcredit Organizations (MCO) was adopted in 2006. According to the Laws on MCO the activity of MCOs licensed and is regulated by Central Bank of Uzbekistan. MCOs are allowed to accept deposits. At present there are 32 Microcredit organizations working in Uzbekistan. The main stake holders in the microfinance sector of Uzbekistan are: -the state - as shareholder of “Microcreditbank” JSC, -international organizations - World bank, Asian Development Bank, IDB Group, UNPD, International Development Association, Commerzbank AG, Landes Bank AG, KFW, etc. -private sector (microcredit organizations) -National Association of Microcredit Organizations and Credit Unions. State policy in developing the microfinance sector in Uzbekistan – further expansion of the access of small business and private entrepreneurship to financial services via “Microcreditbank” JSC (that was established in 2006), attraction of investment and development of new financial products for rural and urban entrepreneurs. Pricing and Marketing Issues in Microfinance - Central Asia

10. 10 Regulation and particularities of microfinance sector in Central Asian countries Tajikistan Law on Microfinance Organizations (MFO) was adopted in 2004. New Law on Microfinance Organizations was approved on 09.03.2012, but has not yet been signed by the President of Tajikistan, and, hence, has not entered into force. According to the Laws the activity of MFOs are licensed and certified (depending on the type of organization) and regulated by the National Bank of Tajikistan. According to the data of the National Bank of Tajikistan, at present there are: type of organization number of companies Non-banking financial organization1 Micro-deposit organizations33 Microloan organizations44 Microloan funds45 Total123 Pricing and Marketing Issues in Microfinance - Central Asia

11. The main stakeholders in the microfinance sector in Tajikistan are: The Law on MFOs defines the following types of organizations in microfinancial sector: Micro Deposit Organization (MDO), Micro Loan Organization (MLO), Micro Loan Fund (MLF). MDOs are licensed by National Bank of Tajikistan and allowed to both crediting and accepting deposits. MLO also acts on the basis of National Bank’s license, but can only disburse microcredits. MLF is non-commercial institution that acts on the basis of National Bank’s certificate and disburses microcredits. the Association of Microfinance Organizations of Tajikistan international organizations (World Bank, IFC, EBRD, UNDP, ADB, USAID, DFID, Mercy Corps, etc.); NGOs and private MFOs 11 State policy in developing the microfinance sector in Tajikistan – realization of poverty alleviation programs via expanding access of the poor to financial resources with the support of donors and investors, i.e. “Microfinance” project to be financed by IDB. Pricing and Marketing Issues in Microfinance - Central Asia

12. Main characteristics of Microfinance sector in Central Asian countries: 12 number of MFOs (all types, excluding CUs) loan portfolio, million USD* number of active borrowers* average interest rate (as yield on gross portfolio - nominal)* Kazakhstan 972 150 68 21133,72% Kyrgyzstan 430 231 376 34130,46% Uzbekistan 32 150 96 56567,47% Tajikistan 123 418 133 61973,19% Total 1 557 948 674 736 *source: MixMarket (as of 2010) Pricing and Marketing Issues in Microfinance - Central Asia

13. Main indicators of socio-economic development in Central Asian countries: 13 GDP per capita Unemployment level Level of poverty Approx. number of people working abroad Kazakhstan 12 3005.8%6.5% Kyrgyzstan 2 2008.4%33.7% up to 800 000 Uzbekistan 3 1001.1%26% (?) up to 3 500 000 Tajikistan 2 0002.6%45% up to 1 500 000 Sources: official statistics of the governments of respective countries and surveys of international organizations Pricing and Marketing Issues in Microfinance - Central Asia

14. Estimated level of demand for microcredits in Central Asian countries: 14 Estimated level of demand, millions of USD Kazakhstan998 Kyrgyzstan408 Uzbekistan347 (7 000) Tajikistan240 (2 995) Total1 994 (11 401) *estimation of demand was done on the basis of the assumption that 20% of unemployed population is willing to get microcredit to start or expand small business Pricing and Marketing Issues in Microfinance - Central Asia

15. Marketing and Pricing Issues faced by Microfinance Sector of Central Asia 1)Lack of available (cheap) funding for increasing the coverage of those in need of microfinance. This is seen by the large number of MFOs that are registered but do not conduct microcrediting (in Kazakhstan) 2)Absence of opportunities to attract investments without collateral or using their loan portfolio as collateral 3)Stemming from the two aforesaid issues – expensive microloans, meaning non-availability of microfinance to the poor (cost of funding is about 15- 17%, expenses are at least 5%) 4)Low level of financial skills of population, especially rural ones, for effective use of microcredit (especially true regarding women, who are usually unaware on how finances are managed) 5)Lack of qualified personnel to elaborate new approaches in developing microfinance products 6)Absence of the tools to monitor indebtedness level of clients As the result – Limited opportunities for MCOs to achieve both commercial and social objectives 15 Pricing and Marketing Issues in Microfinance - Central Asia

16. Approaches to solve the issues: 1)- 3) Interest rate cap. This approach is applied by the governments of Kazakhstan and Uzbekistan 4)Collaboration with international organizations, membership in associations 5)Educating borrowers on effective use of financial resources 5)Exchange of information on clients via credit bureaus 16 Pricing and Marketing Issues in Microfinance - Central Asia

17. 17 Case-study “Fund for Financial Support of Agriculture” JSC, affiliate company of “National Holding “KazAgro”, JSC Pricing and Marketing Issues in Microfinance - Central Asia

18. “National Managing Holding “KazAgro” JSC: 1)“KazAgroFinance” JSC 2)“National Company “Food Contract Corporation” JSC 3)“Agrarian Credit Corporation” JSC 4)“Fund for Financial Support of Agriculture” JSC 5)“KazAgroGarant” JSC 6)“KazAgroProduct” JSC 7)“KazAgoMarketing” JSC 18 Pricing and Marketing Issues in Microfinance - Central Asia

19. 2 crediting companies: 19 “Fund for Financial Support of Agriculture” JSC “Agrarian Credit Corporation” JSC Small Farms, Poor Households, Individuals Microcredit Farms, Households, Individuals Credit Development and expansion of small farms, households Pricing and Marketing Issues in Microfinance - Central Asia

20. “Fund for Financial Support of Agriculture” JSC (FFSA): 1)Loan portfolio as of 01.01.2012 - appr. 104 million USD 2)Number of active borrowers as of 01.01.2012 - 16 770 3)Number of MCOs created in 2007-2008 - 51 4)Number of MCOs that bought the share of FFSA - 10 5)Number of credit products - 10 6)Partners: Microfinance Center (Poland), UNDP, IDB 7)Development Prospects : introduction of Islamic modes of crediting under Project “Microfinance to Rural Communities” financed by Islamic Development Bank 20 Pricing and Marketing Issues in Microfinance - Central Asia

21. “Fund for Financial Support of Agriculture” JSC (FFSA): 1)Interest rate : 6-12% 2)Cooperation with MFC (Poland), participation in regional/international microfinance conferences. FFSA and MFC established CAMCO in order to facilitate institutional development of MCOs 3)Cooperation with IDB: introduction of Islamic modes of financing in rural microfinance sector. 4)In 2005-2008 FFSA held trainings for rural people in collaboration with “KazAgroMarketing” JSC. About 100 thousand rural people attended trainings. 5)Provides information on clients to Credit bureau on regular basis 21 Pricing and Marketing Issues in Microfinance - Central Asia

22. Thank You for Your Attention! Contact details: Bakhyt Sayakova “Fund for Financial Support of Agriculture”, JSC Astana, Kazakhstan bakhyt_sayak@mail.ru 22